Book description
Sales managers have the most difficult job in the business world.
They are responsible not just for revenue, but also for the hiring,
coaching, training, and deployment of the employees who must generate it.
Before the advancements that inspired Scientific Selling,
sales managers had few tools to help them succeed at these disparate
yet essential tasks. Today, however, the scientific approaches
described in this book allow sales managers to more effectively
measure, refine, and improve every aspect of the sales environment.
Using easily-understood examples, graphics, charts, and explanations,
Scientific Selling describes how to:
- Predictably improve sales results.
- Attract and retain top sales performers.
- Sharply decrease employee turnover.
- Spend sales training dollars more wisely.
- Better target sales coaching efforts.
- Move into consultative selling more quickly.
- And much more.
Scientific Selling features over a dozen case studies
illustrating exactly how scientific measurement and testing have
improved sales performance within different kinds of sales groups
inside multiple industries.
NANCY MARTINI is the President and CEO of PI Worldwide, a
privately held international management consulting company. PI
Worldwide has forty-five locations around the world, with more than
350 consultants and is active in 144 countries. She is the author of
Customer Focused Selling and has been interviewed and published
regularly in several magazines including Selling Power, Talent, Chief
Learning Officer, Forbes. com, and One to One Media, among others.
GEOFFREY JAMES is an award-winning journalist who writes a
daily column for Inc. com and previously wrote Sales Machine, the
world's most-visited sales-oriented blog. He's authored hundreds of
articles for publications like Wired and SellingPower, as well as
several books, including How to Say It: Business to Business Selling
and The Tao of Programming. Visit: piworldwide. com and geoffreyjames. com
